The Spiff Blog

MARCH 8, 2023

Although women make up just over half of the college educated workforce, they hold less than one third of B2B sales jobs ( source ). Despite the challenges women face securing, maintaining, and growing in a sales career, research shows that, when given the opportunity, women regularly outperform men.

Face-to-face 76

Face-to-face Incentives Incentive Commission 76

Hubspot Sales

JULY 25, 2023

Whether you’re skeptical, curious, or fully on board, it’s important to educate yourself about how sales reps are using AI. 74% report using AI in some form in their role, and 60% say they believe AI tools are important to their overall strategy. 16% of sales professionals use AI for research.

Top of Funnel 79

Top of Funnel Forecasting Sales Qualified Lead Lead Rank 79

Score More Sales

JUNE 2, 2014

These might include downloading a white paper, clicking to an offer from your blog, or getting research and e-books from your site. All of these items help educate buyers at the stage that they are in – about issues they may be dealing with, and about the possible solutions – including yours.

InsideSales 221

InsideSales Lead Rank Lead Scoring Ideal Customer Profile 221

SalesLoft

OCTOBER 26, 2023

Zendesk reports that roughly half of customers will actually do so after only one bad experience, growing to around 80% after more than one negative experience. Offer discounts, share free and educational content targeted at their pain points, or invite them to online events like webinars. The rest contribute to customer churn.

Scale 52

Scale Customer Loyalty Social Media 52

Nutshell

FEBRUARY 21, 2023

Depending on the issue, the customer will carry out research, like reading customer reviews of companies and products, and begin comparing options. In other words, offer incentives that will encourage them to become a repeat customer rather than a one-time purchaser.

Customer 62

Customer Loyalty Campaigns CRM 62

Smooth Sale

MARCH 12, 2022

As reported by Smart Insights , over 57% of the world’s population uses one or the other social networks. Know that you can get the most out of your social media and email marketing campaigns with the right incentive, such as a lead magnet. Consider Help A Reporter Out platform to get your business into the press limelight.

Strategy 78

Strategy Social Media Scale Hiring 78

The Spiff Blog

MARCH 31, 2023

Today we’re continuing this conversation by sharing a preview of our latest research on sales commission. Our findings are consistent with research done by countless institutions before us and highlights a severe and persistent problem. We break down commission payouts across gender, job function, and location within the United States.

Commission 52

Commission Data Salary Face-to-face 52

Sales Evangelist

APRIL 30, 2020

Tim Houlihan and Dr. Kurt Nelson are consultants who have spent more than 20 years working with companies to design incentives that will increase productivity within sales teams. However, once those needs are met, incentives that are more material or experiential in nature move people into greater effort.

Motivation 52

Motivation Lead Rank Incentives Incentive 52

The Spiff Blog

OCTOBER 28, 2022

New research from Gartner has revealed a startling truth– almost 90% of B2B sales reps are experiencing burnout ( source ). Nearly 3 in 5 employees report negative impacts of work-related stress, including lack of interest, motivation, or energy (26%) and lack of effort at work (19%). But, why is this an important distinction to make?

Commission 78

Commission Lead Rank Lead Scoring Hiring 78

The Spiff Blog

MARCH 16, 2023

Although women make up just over half of the college educated workforce, they hold less than one third of B2B sales jobs ( source ). Confidence comes from doing your research and knowing the market value. My client meetings are led with education, not selling. 91 to every $1 earned by their male counterparts ( source ).

Negotiation 69

Negotiation Face-to-face Hiring Lead Rank 69

Nutshell

JANUARY 30, 2020

Having access to these reports makes it much easier to strategize which leads are worth resuscitating, and which ones should be dropped off the map completely. Reporting on metrics (AKA results) is a key responsibility for any marketer. CRMs make this easier by providing built-in reporting on numerous data points. INTGRATION.

Top of Funnel 155

Top of Funnel CRM Webinar Metrics Marketing 155

Closer's Coffee

OCTOBER 17, 2022

According to careerexplorer.com , sales representatives report 2.5 Just as is true in education, when participants are more engaged in their day-to-day activities, more experiential learning happens and more progress is made. Don’t introduce too many incentives at once, start small and see what works best. Unify teams.

Benefit 52

Benefit Sports Scale Motivation 52

Pipeliner

JUNE 24, 2018

To date, Gallup reports that more than 70% of today’s workforce admits being checked out, disinterested, and completely disengaged. Plus, Gallup reports that if things don’t change, the disengagement rate will rise. Some of these programs included flex time, training programs, and educational sabbaticals.

Strategy 53

Strategy Hiring Incentives Incentive 53

Sales Hacker

JUNE 29, 2020

If customers contact you through your website, be sure to respond quickly — research from Xant.ai A report by Hubspot found that 86% of professionals choose email as their medium of choice. One report from Salesforce found that 79% of customers prefer salespeople who act as advisors. The Upsell/Continued Sale. Customer fit.

Lead Rank 78

Lead Rank Strategy Scale Lead Scoring 78

Sales Hacker

AUGUST 28, 2018

Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. B2B buyers reported a significant need for improved engagement with seller companies. Further, 90% of B2B buyers reported that the availability of live appointment setting made a company easier to buy from.

Buyer 79

Buyer B2B B2C Survey 79

PandaDoc

AUGUST 25, 2019

Start by allocating SDR expenses into three categories: fixed costs, additional expenses, and incentive costs. Incentive costs. Motivating sales reps with a payout incentive is a surefire way to improve sales pipeline close rates. Don’t be afraid to use these results in conjunction with incentives and employee reviews.

Hiring 53

Hiring Outbound Sales Qualified Lead Inbound 53

MarketJoy

SEPTEMBER 10, 2018

Personalize every message by researching your prospects and take a consultative approach to sales. Here’re a few shortcuts which salespeople should never use: Calling prospects without researching them. One easy way to boost sales is through customer education. 5 Steps to Simplify Your Sales Incentive Plan.

Closing 71

Closing How To Cold Calling Decision Maker 71

Sales Hacker

SEPTEMBER 24, 2022

Salesforce reports that high-performing sales teams are 1.6 Some strategies, such as keyword research and content creation, require little technical knowledge. Use a conversational tone and provide educational content that resonates with your audience. Offer free samples, member-only discounts, and other incentives.

Paid Content 118

Paid Content Top of Funnel Funnel Ideal Customer Profile 118

Zendesk Sell

MARCH 21, 2019

extensive research of the company, decision makers, budget, etc.). Are they excited by the educational experience that sales presented? Categorize into a report and send results to team members. Create shared goals between sales and marketing, as well as choosing a common set of performance metrics and incentives.

Lead Rank 68

Lead Rank Marketing Qualified Lead CRM Sales Qualified Lead 68

Pipeliner

FEBRUARY 21, 2018

When I was researching the book Own It: Redefining Responsibility – Stories of Power, Purpose & Freedom , I had the opportunity to interviews CEOs, leaders and business owners about their cutting edge and innovative strategies to attract, retain and fully engage top talent. Still not getting the engagement they so desperately wanted.

Strategy 40

Strategy Incentives Incentive Report 40

OpenSymmetry

FEBRUARY 22, 2015

Forrester Research has published a great report that provides details on how HCM solutions , especially talent management applications, are paving the way for higher employee engagement and performance in 2015. Trust me, if you have the opportunity to read the entire report , it is definitely worth it.

Scale 40

Scale Compensation Report Twitter 40

Sales Hacker

SEPTEMBER 25, 2019

In June, CNBC reported that recently listed cloud software companies were getting crushed for poor sales execution. They’re more sophisticated in doing research on potential vendors. Make your SDR outreach about education not prospecting. Make sure you align your sales team’s incentives to deliver on that vision.

Enterprise 73

Enterprise Enterprise Ideal Customer Profile Lead Rank 73

Hubspot Sales

JUNE 28, 2019

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Sales Operations manages sales representative compensation plans and incentives.

Sales Operations 95

Sales Operations Hiring Lead Rank Territories 95

LeadFuze

JUNE 29, 2021

Creating a sales strategy will involve identifying a target market, performing competitive research, analyzing trends, and deciding on sales and promotion methods. This usually involves informing, educating, and nurturing prospects through the decision-making process. Start by referring to your existing sales reports.

Ideal Customer Profile 119

Ideal Customer Profile Lead Rank Lead Scoring Strategy 119

The ROI Guy

JANUARY 3, 2012

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. This is not imagined, but proven by research, and called the Status Quo Bias - a cognitive pre-disposition for maintaining the status-quo.

Sales Tools 80

Sales Tools Tools Incentives Incentive 80

The ROI Guy

APRIL 12, 2013

And you are not alone, as SiriusDecisions reports that the average company now spends a whopping $43K on marketing content and sales tools per salesperson per year. This is not imagined, but proven by research, and called Status Quo Bias - a cognitive pre-disposition for maintaining the status-quo.

Sales Tools 68

Sales Tools Tools Incentives Incentive 68

Vengreso

NOVEMBER 2, 2021

For example, if you want your sales reps to work together to collaboratively engage with prospects or coach each up other, then you’d want to implement more group rewards and incentives that would encourage a collective approach. As an industry, sales professionals come from so many different educational and work backgrounds.

Hiring 84

Hiring Promotion Ideal Customer Profile Coaching 84

Cincom Smart Selling

MAY 6, 2015

Aviation and space exploration have provided the incentive to develop this technology to ever higher levels of sophistication. Their cruiser will stay in tip-top condition because the vehicle is also communicating status reports back to fleet maintenance and the vehicle manufacturer. The Role of CPQ Technology.

Wireless 48

Wireless Networking Engineering Constant Contact 48

LeadFuze

JULY 5, 2023

We’ll also explore how Sales Performance Incentive Funds (SPIFs) play a role in motivating teams. Incentives that Motivate Overachievers Effectively Don’t just stop at setting targets, my friend. Go the extra mile and offer incentives for those who go above and beyond. LeadFuze makes target-setting a breeze.

Motivation 52

Motivation Strategy Incentives Incentive 52

The Spiff Blog

JUNE 29, 2023

A sales compensation manager– or similar roles such as incentive compensation manager or variable compensation manager– is responsible for the design, deployment, and continuous improvement of sales commission plans, along with the reporting and interdepartmental collaboration necessary to effectively manage sales compensation.

Compensation 72

Compensation Commission Hiring Salary 72

Highspot

JANUARY 28, 2024

Now, 19% of buyers spend more time researching and 27% involve more people in their decisions, indicating a shift towards more autonomous decision-making. Source: Demand Gen Report The Role of Sales Collateral in the Sales Process Sales collateral is necessary in a world where buyers are bombarded with options and information.

Collateral 96

Collateral Top of Funnel How To Distribution 96

Hubspot Sales

JULY 15, 2020

According to research conducted by Revenue Grid , before the pandemic only 57 percent of sales reps reported that they expected to fall short on their sales quotas at the end of 2019, with that figure ballooning to a whopping 84 percent by second quarter 2020. Customer loyalty is more important than ever. Image Source.

Pipeline 123

Pipeline B2B Ideal Customer Profile Sales Qualified Lead 123

The Spiff Blog

JUNE 1, 2023

In fact, research shows that between 2005 and 2010, the percentage of Fortune 500 companies who use clawbacks rose from fewer than 3% to a whopping 82% ( source ). All of these factors also make it difficult to prepare accurate financial reports and reconcile financial statements. Educate sales reps on the reasoning behind the clause.

Commission 77

Commission Compensation Cancellation Strategy 77

SalesHandy

MAY 26, 2020

According to research , referred customers were worth at least 16% more than other customers. Apart from this, you’ll be able to report the value generated through your programs. Create a flywheel shaped incentive structure. Educate clients about your products. Why should you care about referral sales.

Referrals 75

Referrals Scale How To Sales Qualified Lead 75

Hubspot Sales

SEPTEMBER 20, 2019

Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%. Companies spend billions per year on sales training, but research shows most of the curriculum doesn’t stick. Use incentives effectively. Sound nice?

Sales Coaching 126

Sales Coaching Coaching Top of Funnel Lead Rank 126

Sales Hacker

APRIL 21, 2021

The director of customer success brings her Salesforce report to a cross-functional meeting with sales and marketing leadership. Half of the meeting is spent validating data across three different team reports. Most do extensive research well before they speak to a sales rep. Coach and develop the skills of your direct reports.

Salary 100

Salary NetSuite Scale Lead Rank 100

SalesHandy

MAY 26, 2020

According to research , referred customers were worth at least 16% more than other customers. Apart from this, you’ll be able to report the value generated through your programs. Create a flywheel shaped incentive structure. Educate clients about your products. Why should you care about referral sales.

Referrals 52

Referrals Scale How To Sales Qualified Lead 52